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Job details:
We’re Looking For
ROLE: Business Development Manager
INDUSTRY: HORECA
We are seeking a dynamic and result-oriented professional with strong experience in FMCG, HoReCa sales, food service distribution, and business development.
The ideal candidate should have a strong understanding of distributor networks, institutional sales, HoReCa clients, and modern food service business practices.
Key Skills & Experience Required
✔️ Proven experience & knowledge in FMCG, HoReCa, food service, or institutional sales
✔️ Strong distributor, channel partner, and client relationship management skills
✔️ Ability to identify, develop, and convert new business opportunities
✔️ Excellent communication, presentation, and negotiation skills
✔️ Analytical mindset with strong business planning and market mapping capabilities
✔️ Ability to work in fast-paced, target-driven market environments
✔️ Understanding of FMCG and food service market trends
Key Responsibilities
🔹 Manage distributors, channel partners, and key accounts to drive primary and secondary sales
🔹 Handle hotels, restaurants, cafés, caterers, cloud kitchens, institutional clients, and food service customers
🔹 Expand the customer base by onboarding new HoReCa and institutional clients
🔹 Identify market gaps, new territories, and growth opportunities
🔹 Execute business development, trade activation, sampling, and promotional activities
🔹 Maintain commercial hygiene, pricing discipline, claims, collections, and reporting accuracy
🔹 Coordinate with internal teams for product availability, sampling, promotions, and customer support
🔹 Lead TSIs, supervisors, and field teams to drive HoReCa business growth
🔹 Achieve assigned sales targets, market expansion goals, and customer acquisition objectives
🔹 Build long-term relationships with distributors, key clients, and strategic business partners
Good to Have
✨ Experience in food service, FMCG distribution, or HoReCa business networks
✨ Knowledge of Excel & ERP software
✨ Good Communication & Networking Skills
✨ Strong negotiation, stakeholder management, and relationship-building skills
✨ Experience in market expansion, territory development, and new client acquisition
✨ Team handling and leadership experience
✨ Ability to manage both farming and hunting sales approaches
✨ Strong business sense with the ability to create scalable growth plans
Ideal Candidate Profile
- A growth-focused sales leader who understands the FMCG and HoReCa ecosystem, can build strong distributor and client networks, and has the capability to scale business across regional and national markets.
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